Be a Truth Teller and Protect Their Interest

Having these two practices in your toolbox can be very powerful. They can literally separate you and give you an edge over your competition. I am not sure why we don't want to admit ignorance about something we don't know. Or give a customer the real delivery time that is two weeks longer than the one they requested. I guess it comes from our desire to please people and have them think we know all the answers. Maybe we are afraid if we can't give them what they request, they will not buy from us. I say it is worse to promise unreasonable expectations than to risk losing the sale. Promising and not delivering may work sometimes but eventually it will catch up with you and your customers will grow weary of the stress. They will find it much easier to give your competition a chance. On several occasions I have been in a position where my product would not serve the customer's best interest. You will be amazed at how receptive your customer will become when you tell them your product or service may not work in their situation. This confidence comes from the knowledge you have of your product or service. Do you know how to apply it? Can you help this person avoid pitfalls and setbacks because of your experience? I recently advised a contractor of several concerns I had about a building project he was undertaking. I told him I would walk away from the project rather than provide the wrong material and cause him and the new occupant the pain of correcting these mistakes after the building was complete. It took several months longer to close the deal but my customer knew I had his best interest at heart. You need to be the expert. Guide them and protect them from unforeseen obstacles. But for heaven's sake, if you don't know, say I don't know! But, I will find out and get back to you. Your customer will respect you and more importantly, they will know they can trust you. Have a great week! Pierce